Sign up to access all features of our service.
  • Job search
  • Favorites
  • Create a CV
    New
  • Salaries
  • Subscriptions

Sales Manager - Mid-Market and Enterprise [Remote]

Full-time

Instrumentl

United States
  • Remote job




Hello, we're Instrumentl.

We're a mission-driven startup helping the nonprofit sector drive impact, and we're building the operating system for grant-funded organizations. To help us get there, we're hiring a remote Mid-Market & Enterprise Sales Manager to lead a team of Account Executives selling multi-product solutions into larger, more complex nonprofit organizations. You'll report to the VP of Sales and play a foundational role in standing up our upmarket sales motion.

About us:

Instrumentl is a high-growth, YC-backed startup with over 5,000 nonprofit customers—from community health centers to institutions like the San Diego Zoo and Georgetown University. We help nonprofits manage and grow grant funding end-to-end, which is opening up larger, more complex deals as we move upmarket. Our trajectory is dramatically up-and-to-the-right —we're cash flow positive with customers who love us (NPS 65+, Ellis PMF 60+) and a rapidly expanding product surface that's opening new market segments and deal sizes.

About the role:

As Mid-Market & Enterprise Sales Manager, you'll build and lead a team of Account Executives selling into nonprofits ranging from $500K to $20M+ in revenue—and selectively pursuing large institutional accounts with custom, high-value engagements. Your team will run consultative, multi-stakeholder sales cycles into organizations managing complex grant portfolios: government funding, foundation grants, multi-year awards, and post-award compliance workflows.

You'll own two related but distinct motions. We have a large number of inbound velocity deals that close quickly on a 30–60 day cycle and require basic discovery, POC management, and sharp positioning of our full platform. We are also bringing new products to market at significantly higher ACVs, and need to scale our team to involve multiple POCs, longer timelines, procurement navigation, and executive-level relationship building. You'll need the judgment to know which deals need which approach, and the coaching ability to develop AEs who can operate across the spectrum.

This is a build role. You'll be architecting playbooks, territory design, deal strategy, and cross-functional workflows alongside RevOps, Marketing, CS, and Product. 

What you'll get to do:


  • Build and lead a team of ~6 AEs across mid-market and enterprise accounts

  • Design and iterate the upmarket sales motion end-to-end: outbound prospecting, multi-threaded discovery, POC orchestration, procurement navigation, and executive sponsorship

  • Coach AEs through complex deal cycles involving finance leaders, program directors, grant managers, and C-suite decision-makers

  • Develop enterprise deal strategies for a wide range of opportunities

  • Own forecasting rigor: pipeline coverage, stage conversion, deal velocity, weighted commit, and quarterly call accuracy

  • Partner with Marketing on ICP targeting, ABM campaigns, event strategy, and vertical messaging for the upmarket segment

  • Collaborate with CS on handoff quality, onboarding complexity, and expansion pathways within accounts

  • Co-sell on strategic deals—modeling executive presence, navigating procurement, handling legal/security reviews, and positioning multi-product value

  • Recruit, onboard, and ramp AEs who can build genuine trusted-advisor relationships 

What we're looking for:


  • 5+ years managing AEs in B2B SaaS, with meaningful experience across both mid-market and enterprise segments

  • Experience building or significantly evolving an upmarket sales motion, not just running an inherited book

  • Proven ability to manage outbound pipeline generation while also converting inbound demand

  • Track record of consistent team quota attainment across multiple quarters

  • Fluency in multi-stakeholder deal cycles: navigating procurement, legal review, security questionnaires, and budget approval processes

  • Strong operational instincts: pipeline math, territory modeling, capacity planning, and data-driven coaching

  • Coach-first leadership: develops talent, creates accountability, and raises the floor while pushing the ceiling

  • Excellent communicator who can credibly engage nonprofit executives, board members, and internal leadership alike

  • Startup-tested: thrives with ambiguity, builds process without waiting for permission, and knows when to move fast versus when to be methodical

Bonus skills:


  • Experience selling into nonprofits, government-funded organizations, higher education, healthcare systems, or mission-driven buyers

  • Familiarity with grant management, fund accounting, or federal compliance frameworks (2 CFR Part 200, OMB Uniform Guidance)

  • Experience with HubSpot CRM and modern RevOps tooling

  • Background selling multi-product platforms where land-and-expand is a core GTM motion

  • Experience with RFP responses or government procurement (SAM.gov, cooperative purchasing agreements)

Why join Instrumentl?

You'll be building one of our most strategically important sales motions at a company where the product is genuinely loved and the mission actually matters. We're at an inflection point - launching post-award products, moving upmarket, and defining how grant-funded organizations operate. We lean into feedback loops, value experimentation, and create an environment where strong operators have real ownership over outcomes. Join us and work every day with kind, sharp, mission-driven people who are building something that lasts.






 

 


 


 



 

 

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Vacancy posted 14 hours ago
Similar jobs that could be interesting for youBased on the Sales Manager - Mid-Market and Enterprise [Remote] in United States vacancy
  •  ...Hard work pays off   The Mid-Market team is growing at AlertMedia...  ...and take it further. The manager stepping away built something...  ...are an experienced, hands-on sales manager who knows how to develop...  ...sellers break into and close enterprise accounts.   What you get to... 
    Suggested
    Full time
    Work at office
    Flexible hours

    Alertmedia

    Austin, TX
    14 hours ago
  • $200k - $300k

     ...automation and analytics, and software delivery, we help enterprises deliver on the promise of digital transformation. At AHEAD...  ...and enrichment of ideas and perspectives at AHEAD.  Mid-Market Sales Manager AHEAD, a leading provider of enterprise cloud solutions... 
    Suggested
    Full time
    Work at office

    Ahead

    Pittsburgh, PA
    14 hours ago
  • $80k - $90k

     ...Attentive® is the AI-powered mobile marketing platform transforming the way brands...  ...Wayfair, and Dyson, Attentive ensures enterprise-grade compliance and deliverability,...  .... About the Role As an Account Manager, Mid-Market Sales at Attentive, you will be instrumental... 
    Suggested
    Full time

    Attentive

    United States
    14 hours ago
  •  ...Sales Manager, Mid-Enterprise About the Role Klaviyo is seeking a Mid-Enterprise Sales Manager to lead a team of hybrid Account Executives...  ..., and overall sales efficiency Partner closely with Marketing, Product, Solutions Engineering, Legal, Finance, RevOps,... 
    Suggested
    Full time

    Klaviyo

    Boston, MA
    14 hours ago
  • $160k - $190k

     ...Profound is on a mission to help companies understand and control their AI presence. As a Mid-Market Sales Manager, you will lead and scale our mid-market sales team, driving revenue growth with a consultative, customer-first approach. You will build the entire mid-market... 
    Suggested
    Full time
    Work at office
    Flexible hours

    Profound

    Remote
    14 hours ago
  • $280k - $330k

     ...research scientists. We’ve found product market fit and are scaling our team very...  ...compensation. Role Overview As a Mid Market Sales Manager at Harvey , you will lead and coach...  ...complex software solutions to enterprise clients, with the ability to successfully... 
    Full time

    Harvey

    Remote
    14 hours ago
  •  ...us here . About the team Alloy's Mid-Market Banking & Credit Union segment sits at the...  ...digital banking platforms — which means our sales motion is more sophisticated than most. Direct AEs and Partner Account Managers work in lockstep on co-selling strategy, deal... 
    Full time
    Work at office
    Local area
    Immediate start
    Work from home
    Home office
    Monday to Friday
    Flexible hours
    3 days per week

    Alloy

    Remote
    14 hours ago
  •  ...that operate across the full sales action set, from account strategy...  ...selling at the speed of the market remains the last frontier for...  ...” Salesfloor - sales reps & managers can work together throughout the...  ...to help us build out our Mid-Market segment. This is an important... 
    Full time

    Nooks

    San Francisco, CA
    14 hours ago
  •  ...Job Description We are seeking a high-grit, hands-on Mid-Market Sales Manager to lead, coach, and scale a New York-based team of three (...  ...Because the Mid-Market team operates with leaner support than Enterprise, you must be a "self-learner" who can master Nielsen’s... 
    Full time
    Work at office
    Shift work
    2 days per week
    3 days per week

    The Nielsen Company

    New York, NY
    14 hours ago
  •  ...AI era, Iru unifies identity & access, endpoint security & management, and compliance automation—collapsing the stack and giving...  ...and satisfaction. The Opportunity:   As a Sales Manager, Mid-Market at Iru, you will lead a team of six high-performing Mid-Market... 
    Full time
    Work at office
    3 days per week

    I R U, Llc

    Remote
    14 hours ago
  •  ...Sales Manager, Mid-Market About Opus Opus is the frontline operating system built for multi-unit operators. We help restaurants, fitness brands, and car wash companies train, align, and retain their frontline teams — not with a static LMS, but with an integrated... 
    Full time
    Work at office
    2 days per week

    Opus Training

    New York, NY
    14 hours ago
  • $198k - $272.3k

     ...Manager, Mid-Market Sales Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling...  ...Today, we are a partner to sellers of all sizes – large, enterprise-scale businesses with complex operations, sellers just starting... 
    Hourly pay
    Full time
    Local area
    Remote work
    Worldwide
    Relocation package
    Flexible hours

    Block | Square

    United States
    1 day ago
  • $171.4k - $235.6k

     ...money. Combining corporate cards with expense management, bill payments, vendor management,...  ...Influential Companies . About the Role Mid-Market Account Managers at Ramp serve as the primary point of contact post-sale and are responsible for driving product and... 
    Full time
    Work from home
    Home office
    Relocation package
    Flexible hours

    Ramp

    New York, NY
    14 hours ago
  • $105k - $147k

     ...visit redditinc.com . We're looking for a sharp, positive, and motivated self-starter to join our Mid-Market Sales team in San Francisco! As a Client Account Manager, you will closely collaborate with your Client Partners on to help agencies and advertisers achieve... 
    Full time
    Work experience placement
    Work at office
    Flexible hours
    2 days per week
    1 day per week

    Reddit

    San Francisco, CA
    14 hours ago
  •  ...take payments and never miss a sale, we saw sellers stymied by...  ...to help sellers sell online, manage inventory, offer buy now, pay...  ...sellers of all sizes – large, enterprise-scale businesses with complex...  ...drive growth and retention of Mid-Market accounts within our Retail... 
    Full time
    Local area
    Worldwide

    Block

    Chicago, IL
    14 hours ago
  •  ...more – with fully integrated solutions to manage everything from business accounts,...  ...what’s next.   About the team The Mid-Market segment is the cornerstone of the US economy...  ...of its GDP. The Airwallex US Mid-Market sales team is a newly founded GTM team focusing... 
    Full time
    Worldwide

    Airwallex

    Remote
    14 hours ago
  • $160k - $190k

     ...Job Description Job Description Sales Manager, Mid-Market Location: New York City or San Francisco (On-Site) Job Type: Full-Time...  ...is building a marketing intelligence platform that helps enterprise brands understand and optimize how they appear across AI-powered... 
    Full time

    Morgan Pinnacle Group

    New York, NY
    24 days ago
  •  ...and flexibility to shape the way the world works. Our sales team is growing rapidly in New York, and we are looking for an experienced Sales Manager to lead and scale a team of high-performing Mid-Market Account Executives . In this role, you will play a key... 
    Full time
    Work experience placement
    Work at office
    Local area
    Remote work
    Visa sponsorship
    3 days per week

    Monday.com

    Remote
    14 hours ago
  • $85k - $105k

     ...company in the Boston area and creator of the market-leading Revenue Enablement Platform. Our...  ...is seeking an experienced Account Manager, Mid-Market who will support and grow key customer...  ...evangelists of Allego among their Sales, Marketing, Enablement and Operational leadership... 
    Full time
    Temporary work
    Remote work
    Flexible hours

    Allego

    United States
    2 days ago
  • $131.25k - $175k

     ...As a Account Manager, your mission will be to drive revenue by ensuring your clients are...  ...function will partner closely with our Sales, Product, Finance, Support and Operations...  ...Manage all post-sales activity for Mid-Market customers through strong relationship-building... 
    Work experience placement

    Navan

    New York, NY
    3 days ago
  •  ...Managing a focused book of RIAs and independent advisory firms, the full-time Account Manager, Mid-Market will drive adoption, retention, and expansion while engaging key stakeholders...  ...experience in SaaS account management or sales with a proven track record of exceeding... 
    Full time
    Remote work

    Virtual Vocations Inc

    United States
    1 day ago
  •  ...starting, the full-time remote Account Executive, Mid-Enterprise will meet with prospects and customers to drive interest in Docker products, achieve sales targets, and expand partnerships within the mid-enterprise market. Key responsibilities Generate interest in... 
    Full time
    Remote work

    Virtual Vocations Inc

    United States
    4 days ago
  • $275k - $305k

     ...are seeking a high-performing Enterprise Account Executive to lead enterprise sales efforts within the East Mid-Atlantic Region(Maryland,...  ...attainment. ~ Experience managing and closing complex, multi-stakeholder...  ...execute a regional go-to-market strategy, coordinating... 
    Remote work

    Axonius

    New York, NY
    2 days ago
  • $90k - $120k

     ...Account Executive, Mid-Enterprise Remote -USA The Account Executive is a part of Cleo’s first-class Sales Team and becomes a product knowledge expert while focusing on selling...  ...of the sale Work with SDRs and Account Managers to devise a program that meets client needs... 
    Remote work
    Flexible hours

    Cleo

    Cheyenne, WY
    3 days ago
  •  ...ll still consider applying. Account Executive, Mid-Enterprise @ Klaviyo Hybrid Role Requirement: Denver, CO Team: Sales – Mid-Enterprise At Klaviyo, we believe every...  ...Klaviyo to customers who are reimagining their marketing tech stack. From first touch to signed... 
    Work at office
    3 days per week

    Klaviyo

    Denver, CO
    4 days ago
  • $170k

     ...Rippling is the first way for businesses to manage all of their HR & IT-payroll, benefits,...  ...revenue growth. Account Managers in our Mid-Market segment own revenue retention and growth...  ...solutions-based selling approach. Navigate a sales process by building relationships with... 
    Contract work
    Work at office
    Remote work
    3 days per week

    Rippling

    New York, NY
    1 day ago
  •  ...is the leading provider of AI-powered IT management and cybersecurity software, serving...  ...: Take full ownership of a portfolio of Mid-Market accounts, proactively identifying upsell...  ...Partner closely with Customer Success, Sales, and other internal teams to deliver a seamless... 
    Full time
    Immediate start
    Worldwide

    Kaseya

    Miami, FL
    14 hours ago
  • $130k

     ...product adoption, and long-term strategy across a portfolio of high-value enterprise clients. By coordinating cross-functionally with technical project managers, product, engineering, marketing, sales, and finance, you’ll shape strategic roadmaps, deliver on partner goals... 
    Full time
    Flexible hours
    Shift work

    Solv Health

    Remote
    14 hours ago
  • $260k - $320k

     ...Enterprise Account Executive Glean is seeking an Enterprise Account Executive for a high-impact sales role focused on driving new business and expanding...  ...responsible for landing and managing multi-million dollar,...  ...remote (must be based in the Mid-Atlantic: Washington, D.C... 
    Remote work
    Home office

    Colorwave Inc

    United States
    4 days ago
  • $140k - $160k

     ...Enterprise Account Executive, Mid-Atlantic Halcyon is the industry's first dedicated...  ...and solutions for mid-market and enterprise customers....  ...Optimize client engagement post-sale, timing additional...  ...attainment. ~ Skillful pipeline management and the ability to balance... 
    Contract work
    Temporary work
    Immediate start
    Remote work
    Flexible hours

    Halcyon

    United States
    3 days ago

Do you want to receive more vacancies?

Subscribe and receive similar vacancies to Sales Manager - Mid-Market and Enterprise [Remote]. Be the first to apply!